Hey, Hunter Hastings here. We look everywhere for signs. of entrepreneurial value creation, and one place to look is in financial services. And product to serve that part of B2B that we think of as the backbone. He's in Scottsdale, Arizona. He's a commercial real estate financial. Consultancy. And what he does is simplify, make it easier. To finance both borrowing and lending. He's done this for over two decades. And he's facilitated over $2 billion in loans. And we'll do some of that today. He also runs a hybrid debt fund. Helping all high net worth investors and family offices build wealth through private. So we're going to explore. This is the Value Creators Podcast, your source for a new kind of business. Education. Escaping from business administration. And entering dynamic entrepreneurship mode. We're guided. Dave, welcome to the Value Creators Podcast. Thank you so much for having me here. It's a pleasure. Well, it's our pleasure. We're always looking for value creation and in. Difficult places and looking for innovation and and new ideas. You're the CEO of Integrity. So, tell us about your founders intent and when you were founding. Yeah. It's always a fun experience because I've been spending more time. Reflecting on, you know, when you're younger. What were you doing? And so, ever since I was a little kid, it was just embedded. That you go out and you figure it out and you try to build. We had lemonade stands, we shoveled sidewalks. We I sold my mom's furniture. Company in high school that we sold and then moved down here. And I think that's that was our original intent when we got into it. As we got into it, realized there's tremendous frustration within the. So we we love that entrepreneurial leadership perspective. Yeah, I think there's a few elements of value creation when it comes. The first one is the lack of the ability to have access to the capital. People can walk into their local bank and it's fairly accessible. To capital for people. The second component of that is proactive ness. And so I would say those are the two major areas that we try to identify. As they're trying to facilitate and even, you know. So if you would just drill down into those two things, the the barriers and. Is it that they don't meet the qualifications or they don't. Yeah, it's a great question. And I would say to rewind a little bit on that. It's fairly seamless on the way they're able to do that in commercial. What's the location? What are the demographics? I mean, there's so many. When it comes to the barriers as it pertains to this specific world. And so a lot of it comes down to number one, not even knowing where. And then the second component of that really is being in a position to say. So I would say that's probably from an excessive ability perspective. Okay. And then on the landmine side, and when we think about covenants and. Well I'll keep it pretty segmented here. But I would say the majors are going to. If you don't have the valuation, you're not getting the loan to value. And then the second component of what we would consider a big landmine comes. That the underwriter is going to do. So it's trying to match. And then I would say the third one is just sponsorship. It's being able. Yeah. So valuation is an interesting word. And we, we always try. But as you say, everything's changing all the time. We've just been through a. So once well, if I knew the answer of the projection, I definitely wouldn't. It's not a national deal. It depends on from neighborhood to neighborhood. There's only so much cash flow you're going to get on that. Like by the way, I'm across the street from a big box and down the street. Well, I'm, you know, two miles from the I-80. So it sounds like it's, hyper customized, hyper personalized. It is. There's no one size fits all in the granular sense. There is a framework. I've had the experience to be able to say, I see something you don't because. They probably don't. They want to hear about the things that matter most. But that emphasizes an area that we like to spot, like Dave, which is that. It does your experience, I always call it, you know, having time under your. Yeah, yeah. Learning some patent. But just so we understand your business. Hybrid Debt fund came out a couple of years ago. One of our retreats. And the impetus behind it is to provide niche products that can add value. Our loan goes up to 80, 85, 90%, sometimes higher. And we actually participate. So it's a launch new fund. We do 5 to$15 million in size. Yeah. So as a non finance guy can I think of that. It's it's the best of both worlds I call it because you get the security. You get 30, 35% of that. Plus, when they go to sell, you get 30 to 35%. And from what I read you say you're supporting our really high net. You have a couple of distribution channels. When you're raising. And here's the return profile. Well, that's one of the channels that we. So that brings us to another word. I wanted to have you, elucidate on. Yeah. I mean, we've, you know, a little while back had worked with a local. So they needed to go out and get DAP. And so, again, they have choices to go. It's to spend the time really understanding the projects. You have a couple different options, so you could go life insurance companies. So in this particular situation, we decided we were going to go the. So it was a real big success. We're delighted to announce the Value Creators online course for entrepreneurs. Master these lessons and you'll master the most important skill in business. But the the product, you know, the interest rate and the debt and. Is. The value is in the people. I mean, when you break down business. And then externally fostering those relationships and then making sure we're. So it always comes back to the relationships and people. You know. So what are the innovation trends? Dave, you've described a. Well, I would say a few things. I think anybody's putting their head in the. I see that is a big area of innovation where you can now really get into the. I was listening to a book this morning. I think it was called AI for. Well, now you can pull up on chat and you can start putting in your. And then I would say just the final one is, look, commercial real estate is. Why do we do that upfront? We should be having those discussions. Yeah. So let me just probe on a couple of those things, because obviously. I think efficiency is speed. I think you can cut some of the fat. But if all the sudden you have AI efficiency in there, those things. So I think that's going to cut down time. I think the other aspect you're going. But that just mundane administrative work that you would normally have to. Well, for a young fund in a small fund, they usually cost 60 to. And I thought, wow, because you can cut out the overhead fat. That's great. I, you know, our long term ambition is you cut out all. We obviously we're working with a group that is waters business consulting. And I think you just always have to have that curiosity and wonder. Yeah. There's there's other parts of technology in in finance here. It depends, I think, look, there's this huge world of we did a study on. It's the nuances of understanding the right connection. It's kind. It's just too much. You're like, I want threes. And we just don't have the. Part of that is everybody has to be willing to do the hard work of.